Mary Kay Hauer was instrumental in equipping myself and our team to climb out of the “economic meltdown” post 2008.
There are no shortages of excuses why sales numbers are down and the “go to” excuse always seems to be “we lost on price”.
Not only is this mindset limiting, it sheds light on the real issue, which is all too often a lack of understanding the buying process. The buying process is common to us all, regardless if it’s a mattress, car or entrusting a vendor with a million dollar contract. The key for Sales is to know how to align with buyers and how to uncover where the buyer is in their decision making process.
When we can align with the buyers, understand their challenges and how these challenges impact other areas of the business we differentiate ourselves, build trust and clearly demonstrate value and TCO. We can pro-actively deal with the hurdles that come later in the buying process and we can begin to quantify the value of our solutions.
In 2008 I was the COO of a San Diego 3PL / logistics firm. Anyone who knows the space knows transportation is a commodity but we were successful in selling our way out of a situation we couldn’t “cut our way out of”
From 2017 to 2020 I was the COO of an industrial manufacturer and once again, turned to Mary Kay to equip my Sales Team.
Thank you Mary Kay Hauer for your professionalism and desire to help people win!
#sales #winning #thankyou
Matthew Behrendt, Chief Operating Officer at IdeaPros®